The 2024 Benchmark Report is our latest dive into metrics and compensation for the AE role within SaaS companies. It summarizes the findings from leaders at more than 170 B2B SaaS companies regarding the current state of the Account Executive role. 

You can download the 2024 SaaS AE Report here.

If you'd rather watch the report than read it, Kyle Smith and I recorded a video walkthrough and breakdown.

Here's a peek at what you'll find inside:

Today we launch our 2023 Account Executive motions, metrics, and compensation research.

This is our 10th iteration of this project since 2007. This edition will take ~6 minutes to complete. If you lead an AE group, please participate below.

We've redesigned this year’s survey based on your feedback to dig into how things are changing. But, equally importantly, we want to focus in on what outperformance looks like in this environment. 

We’ll be sharing the results in the coming months. I appreciate that so many of you take the time to share. We couldn’t do it without you.>

 
In some ways, more has changed in the last two years than in the previous ten.

In our just released 2023 SDR Metrics & Compensation Report, we analyze the shifts in sales development over this period. Which trends have accelerated? Which strategies have withered? We dig into areas like motion, model, ramp, tenure, attrition, activity, compensation, tech stack, and front-line leadership.

About the Participants

This is our ninth round of this biennial research project and I can tell you it's our best one yet. This year, 365 Executives from a broad range of B2B companies participated. (69% North America companies, another 21%  with global footprints, median respondent revenues of $45M, and median ASP/ACV at $52K).

UPDATE: The 2023 Sales Development Metrics Report is published and available for download.

Today we launch our 2022-23 SDR motions, metrics, and compensation research.

This is our 9th iteration of this project since 2007. This edition is more streamlined than prior years and will take ~5 minutes to complete. If you lead a Sales Development group, please participate. 

We've redesigned this year’s survey based on your feedback to dig into how things are changing. But, equally importantly, we want to focus in on what outperformance looks like in this environment. 

Two quick points of housekeeping:

1. This survey covers SDRs, not AE (we've concluded our AE research until 2023)
2. You likely have multiple teams/segments in your GTM motion (e.g., emerging, commercial, enterprise, etc.). Rather than provide the average for all, feel free to focus on the primary motion for your responses.
    

As always, all answers will be aggregated anonymously. We’ll be sharing the results with you and the rest of the community in the coming months. I appreciate that so many of you take the time to share. We couldn’t do it without you.